Tag: Enterprise Sales
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One of our first enterprise deals fell through after months of work. The customer believed in the product and trusted us to deliver. In the analysis afterwards, and through conversations with a coach, it became clear that a significant part of the problem was how we had negotiated. That led me to start reading Negotiation…
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An enterprise customer we had built toward for months backed out, late and without warning. The gut punch lasted twenty minutes. What mattered was the next few hours: what we told a team of forty, and in what order. Here is the playbook, and where we went off script.